In This Issue

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2. Time Management
3. Book Announcement

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Time Management Tip

Know your ABC's

The internet is probably one of the greatest inventions of all time. I think it is an amazing tool for communication, sharing information, research, entertainment and much more.  However, beware of the tremendous time waster that the internet can be. Because there is so much information out there, and our endless spirit of curiosity, it is not uncommon for you and I to get lost in the internet.  You get on to look for something or read your usual home page, a little click here, a little click there, and before you know it, you find yourself reading or browsing through stuff that you don't need, don't want and in most cases don't even care about.  And the worst part is that a couple of hours have gone by. Let's say you go online for two hours a day, that's over 700 hours a year, or about 18 40-hour weeks!  That's four months (of business hours) on the internet!  imagine what you could do with that time.  write a book, produce a movie, play with your children, spend time with your loved one, exercise or whatever else makes you happy. So next time you are on the internet, be sure to get in, get what you need and get out as fast as possible. Otherwise you may find yourself in an endless spiral with many wasted hours.

Click here to download a free time grid to plan and account for your work week!

The Ultimate Guide to Success in Media Sales!

 Mediasalessuccess.com will be publishing the new edition of “The Ultimate Guide to Success in Media Sales.”  Stay tuned for further announcements on the book release and the seminar tour coming to a city near you.

It's all about excitement

It always amazes me how few salespeople are out and about networking and looking for business. In today's world, there are literally hundreds of functions every week that you could be attending. From chambers of commerce, to networking groups and other social or non-profit gatherings, there are always opportunities to meet new people and generate new business.

Some will argue that it is not exactly the best investment of time when you attend a function that is not completely focused on the industry you serve. Allow me to prove them wrong. Yes it is true that in an event that is focused exclusively on your industry most of the people in attendance will be potential prospects.  But also note that every one of your competitors will probably be there too. So in a room with 20 prospects and 100 competitors, who will stand out? 

On the other hand, when you a attend a general interest function, you are exposed to a wide variety of prospects. Especially, remember that people don't live in a vacuum.  The person you meet at a function may not be a direct prospect, but her best friend, next door neighbor, or even their significant other may be a prospect for you and they car refer them to you.

So while your competitors are whining that they don't have any business, make sure you are out there to get ahead.  One final note:  Don't expect your company to pay for some of the fees associated for attending galas, lunches, etc. In sales, you really work for yourself and every dollar you invest in your development, will pay off dramatically in the long run.

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Success, what is it?

In athletic competition, you can see it in their face.  The face of focus and determination. The face of effort and sacrifice. The face of perseverance. These are all common characteristics of success in all areas of our lives.

In sales, one of the most important things to help us get through the rejection and competition is the ability to get in state. What do I mean by getting in state? It is the state that some call "the zone", a state of super- consciousness where you are running like a perfectly engineered engine.  It is the times when your productivity quadruples. It is the times when you feel that you are "on a roll", the times when you feel good about yourself and the world around you. The times when you are "on cloud nine".

The great thing about getting in state is that it is a process and it is replicable. On the days when you feel in the zone, take a moment to become aware of the factors that led to your state. If you can pinpoint the factors that led to your state, you can begin to consciously replicate those days.

I have discovered some of the factors that get me in the right state.  Most will probably apply to you too:

• Getting a good night sleep.
• Eating a good breakfast.
• Preparing and planning my day the night before.
• Wearing comfortable clothes and colors that make me feel good
• Having good posture. Walking confidently.
• Having a positive mental attitude.

Start noticing these and other characteristics and begin to replicate them and you will begin to master the art of getting in state.  When you do, everyday will be a great day!

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Where do you see yourself?

We all have strengths and weaknesses. We all have natural tendencies to be better at some things rather than others.  It  comes naturally from the type of personality that we are, the environment we are surrounded with, and the belief system that we have programmed into our brain.

It has long been said that to be the best that you can be, you must focus on developing your strengths. That's why in professional baseball, pitchers pitch, they don't bat.  In football, quarterbacks throw, they don't catch. In soccer, goalies, stop the ball, they don't score the goals.

But in reality, our careers in sales need to be a little more well rounded. You are only going to be as good as your weakest link. Yes it is true that the leader of the troop determines the pace of the group. However, the slowest one (or the last one in the line), can slow down the whole battalion.

Grade yourself on a scale of 1-10 with 10 being excellent in each of the following areas:

1. Prospecting
2. Establishing rapport
3. Identifying needs
4. Presenting your product or service
5. Answering objections
6. Closing the sale
7. Getting re-sales and referrals

Now make a plan to improve in all areas, especially in the areas where you had the lowest scores.  For example, you can have 9's on all areas, but if you are a 3 in closing, you can't be very successful.  If you are a 9 in all areas and a 2 in prospecting, you  won't have any people to call on and make sales.  The idea is to be well rounded in all areas.  strive for 7's 8's and 9's and you'll be on your way to a very successful sales career.

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Houston, TX 77079
Phone: 832-202-6085